Confidential. Used only to deliver your scorecard and any follow-up you request.
Please enter your first name
Please enter your last name
Please enter a valid email
Please provide first name, last name, and email to continue.
Firm Revenue Inputs
Trailing 12 versus prior 12. Use organic figures only. Best estimates are fine.
A. Revenue base
Total firm revenue in the prior 12 month period.
B. Net revenue retention, organic
Strip market appreciation. Include only net new assets contributed by existing households and any fee changes. The goal is to isolate growth produced from clients you already had.
C. Producing advisors
Headcount of advisors generating revenue at the firm. New client revenue will be allocated per advisor on the next page.
Please provide both revenue figures and the number of producing advisors.
Advisor Contribution
Allocate new client revenue across producing advisors. Earned and bought sources are kept separate.
Retained book uplift
+$400,000
Difference between current organic revenue from retained clients (B) and prior period revenue (A).
NRR
108%
For each advisor, enter new client revenue brought to the firm in the trailing 12 months. Earned: client referral, unpaid COI referral, organic discovery, family relationship. Bought: paid lead, sponsorship, acquired book, recruiter sourced.
Total earned new client revenue$450,000
Total bought new client revenue$150,000
Total new client revenue$600,000
Your EGR Score
Average
In line with most advisory practices. Material upside available.
0%
Earned Growth Rate
Average
This snapshot is based on your self-reported revenue and advisor inputs. It's a starting point, not a valuation. A confidential conversation with Steve will help you map these metrics directly to your firm's market value and transition options.
Net Revenue Retention
108%
Earned New Clients
9%
Growth quality breakdown
Headline growth rate20%
Earned growth contribution
17 pts
Bought growth contribution
3 pts
85%
Earned
Earned (85%)
Bought (15%)
The earned share is the quality signal. Buyers and capital partners pay premiums for it.
Advisor contribution to firm EGR
Advisor
Earned $
Bought $
Earned vs bought
Contribution to EGR
Contribution to EGR equals each advisor's earned new client revenue divided by prior period total revenue. Sum across advisors equals firm ENC.
What this tells us
EGR Strategic Diagnosis
Translate this score into enterprise value
Book a confidential 30-minute working session with Steve to analyze your growth metrics, explore entity structures, and learn how to optimize your earned growth index.
100% confidential · No obligation · Typically 30 minutes
Methodology. EGR = NRR + ENC − 100%. NRR uses organic revenue from retained clients over prior period total revenue. ENC uses earned new client revenue over prior period total revenue, per Reichheld (Net Promoter 3.0, HBR 2021). Wealth management adjustments: market appreciation is excluded from NRR; new client revenue is rigorously categorized at intake.
Definitions and methodology
How your Earned Growth Rate was calculated.
The core formula
EGR = NRR + ENC − 100%
The Earned Growth Rate isolates the portion of firm growth produced through client advocacy from growth purchased through paid acquisition or M&A. It is the quality signal behind the headline growth rate.
NRR
Net Revenue Retention
Revenue in the trailing 12 months from clients who were already clients 12 months ago, divided by total revenue 12 months ago. Captures whether the existing book is growing or shrinking organically.
Wealth management adjustment. NRR is calculated on an organic basis only. Market appreciation is stripped out. Only net new assets contributed by existing households and any fee changes are included. Otherwise a bull year inflates the metric and a correction year crushes it.
ENC
Earned New Clients
Revenue from new clients acquired in the trailing 12 months through referrals or organic word of mouth, divided by total revenue in the prior period. Captures the share of growth funded by existing client advocacy rather than paid acquisition.
ENC = Earned new client revenue ÷ Total revenue (prior period) × 100
Note. Per Reichheld, the ENC denominator is prior period total revenue, not current new client revenue. This keeps the metric comparable across firms of different sizes and growth profiles.
EGR
Earned Growth Rate
The sum of NRR and ENC, minus 100%. Represents the percentage of revenue growth produced through client advocacy. Replaces or supplements traditional headline growth as the durable indicator of business quality.
EGR = NRR + ENC − 100%
Earned versus bought, classified at intake
Every new client must be categorized at intake by a single question: What was the primary reason you chose us? The answer determines whether the client's revenue counts toward earned growth or bought growth. Without this discipline, ENC is a guess.
Earned
Client referral · unpaid COI referral · organic discovery · family relationship
Bought
Paid lead · sponsorship · acquired book · recruiter sourced
Headline growth versus earned growth
Headline growth is the total revenue change from the prior period to the current period. Earned growth is the share of that headline growth produced through client advocacy. The difference is the share that was purchased. In the worked example below, a 20% headline growth rate decomposes into 17 points earned and 3 points bought. That ratio is the quality signal.
Worked example
A $5M revenue practice. Numbers match the canonical Reichheld exhibit applied to a wealth management context.
Prior 12 months total revenue (A)
$5,000,000
Trailing 12 revenue from retained clients, organic (B)
$5,400,000
Earned new client revenue
$450,000
Bought new client revenue
$150,000
NRR = $5,400,000 ÷ $5,000,000
108%
ENC = $450,000 ÷ $5,000,000
9%
EGR = 108% + 9% − 100%
17%
Total revenue, trailing 12
$6,000,000
Headline growth rate
20%
Of which earned
17 points (85%)
Of which bought
3 points (15%)
Source. Methodology based on Fred Reichheld, "Net Promoter 3.0," Harvard Business Review, November 2021. Wealth management adjustments developed by CPX Partners for application to RIA and advisory practices, including the organic NRR calculation that excludes market beta and the intake-driven categorization of earned versus bought new client revenue.
